Dan Englander is the founder of Sales Schema, where he helps marketing agencies grow by way of done-for-you lead generation and consulting. He’s the author of Mastering Account Management. Previously, as the first hire at the animation studio IdeaRocket, he brought the company from zero to seven figures, encompassing dozens of Fortune 500 clients.

What you’ll learn about in this episode:

How Dan helps agencies fill their sales pipelines

Why you can’t rely on referrals from your network for sales

Why creating content is not a sales strategy

Why you need to systematize pipeline work and why you need to allot daily time for working on your pipeline

Honing in on a particular niche when generating leads

Why driving prospects to your website is not what you want to be doing

Why you need to have a follow-up plan in place for your cold emails

Why you need to get on the phone with a lead as soon as possible

How to word cold emails so they actually resonate with cold leads

How Dan’s company helps agencies hone in on their niche

Why cold emails have to come from a real person (and which person inside an agency they should come from)